Negotiation: Theory and Strategy (Aspen Casebook Series)
ISBN-13:
9781454839262
ISBN-10:
1454839260
Edition:
3
Author:
Russell Korobkin
Publication date:
2014
Publisher:
Aspen Opco Llc
Format:
Hardcover
488 pages
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Book details
ISBN-13:
9781454839262
ISBN-10:
1454839260
Edition:
3
Author:
Russell Korobkin
Publication date:
2014
Publisher:
Aspen Opco Llc
Format:
Hardcover
488 pages
Summary
Negotiation: Theory and Strategy (Aspen Casebook Series) (ISBN-13: 9781454839262 and ISBN-10: 1454839260), written by authors
Russell Korobkin, was published by Aspen Opco Llc in 2014.
With an overall rating of 4.0 stars, it's a notable title among other
Conflict Resolution & Mediation
(Human Resources, Legal Education, Arbitration, Negotiation & Mediation, Rules & Procedures) books. You can easily purchase or rent Negotiation: Theory and Strategy (Aspen Casebook Series) (Hardcover) from BooksRun,
along with many other new and used
Conflict Resolution & Mediation
books
and textbooks.
And, if you're looking to sell your copy, our current buyback offer is $46.82.
Description
Unlike other books that focus on the nuts-and-bolts of the negotiation process, this text s conceptual approach draws on psychology, cutting-edge scholarship, and law to create an analytical framework with which students can learn to think about negotiation strategy before applying the framework to specific negotiation problems and contexts.
Features:
- Restructured treatment of the psychology of persuasion
- Part III framed to emphasize the critical importance of the relationship between negotiators
- Treatment of trust expanded with more discussion of extensive experimental data
- New treatment of the how to deal with the negative emotions that result from conflict
- Completely new simulations added to reinforce bargaining zone analysis, persuasion techniques, coping with emotions, and principal-agent relationships in negotiation
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